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The Sales Buzz Issue 338 -January Sales Pipeline – Give it a Boost
January 18, 2017
January Sales Pipeline
Give it a Boost
How’s your January sales pipeline looking?
January is a great time to look at how many appointments you’ve got in your pipeline, and how many are you setting up each month.We all love selling, and the rush of closing sales.
But to get into that position, where you can close a sale, enough times in a month to achieve our sales targets means you have to do the other stuff.
The boring hard work of getting appointments.
Sales prospecting, door knocking, emailing, networking and every other action that leads to a sales appointment.
It can often feel like our sales jobs are more about prospecting and cold calling than actually selling.
But we all know it’s important to keep that sales diary full. Without appointments there’s no closing, no commission, no growth, and eventually no job.
So, for a quick boost of inspiration here are some thoughts to get you moving...
Focus on 2 Key PointsTo get the best return on the time you invest into gaining sales appointments focus on 2 key points:
1. What you say – Your sales appointment script.
2. How you physically make the calls.
Here are some examples...
1. What you say, your scriptDo you remember sales prospects doing this while you were talking to them?
How do you introduce yourself on your calls: Are you formal or informal, do you use your first name or first and second?
Have you ever thought about how you introduce you, is it working?
Just this one small part of the Introduction Stage of your call can make prospects decide on whether to keep talking to you or give you a smoke screen objection.
How do you qualify prospects as potential sales opportunities?
Do you have set criteria to compare them against?
And that’s just two small parts of your sales appointment script.
2. How you make the callsHow many calls do you make at a time?
Do you sit, stand, slouch, or have you not thought about it?
How do you motivate yourself while on a calling session?
Asking questions about what you do stops it becoming routine and leads to constant improvement.
These are very basic questions but many sales people have never thought about them, they just carry on in a sub-conscious haze and hope they get enough appointments for the week or month.
Get into the now and refresh what you do by asking yourself more questions.
See more on making sales appointments at
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I'm Stephen Craine from the website Provensalestraining.com
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